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Jared Hamilton
From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

What People Are Looking For In An Auto Repair Shop

What People Are Looking For In An Auto Repair Shop

Those who have been involved in some sort of accident have the next step of finding an auto repair shop. These shops are not all created equal as some are …

One Price Selling – What Are You Waiting For?

One Price Selling – What Are You Waiting For?

Most Dealers are closer to a One Price Selling sales process than they may realize. If you’re an excellent pre-owned dealer you’re basically no…

What Is Your Chemistry With Women Buyers?

What Is Your Chemistry With Women Buyers?

Wow, its December. Last month of the year. Now is the perfect time to begin to reflect on the customer processes, engagement and strategies you have in pla…

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

Want to Advance in Business? Here are a Few Ways to Stay on Top of Your Game

If it’s time for you to take the next steps in your career, there are some tried-and-true methods that can ensure your success. All business professi…

BDC training for 2017

BDC training for 2017

  We have a service and sales bdc team for each of our stores. One is a Hyundai store and the other is a Chevrolet store. We have Three sales Bus…

When I was managing salespeople in a dealership there was always a fair amount of emphasis on follow up. As we got better at tracking this part of the sales process through better CRM’s we realized how often the call didn’t happen. Or, if the call did happen, they found out nothing new. Often they couldn’t get their guests to pick up the phone at all. Initially, a good follow up call is set up before the guest leaves the dealership. If they decide not to buy on the first visit, finding out what the customer is thinking and making sure no stone is left unturned is the best way to make sure the guest picks up the phone. Also, set a time for the follow up call, get the best number to contact them, and then ask for another number When talking about before-the-sale follow up, there is one rule that must always be followed. Focus on what has changed. What has changed on your end? What has changed for the customer? Some of the obvious changes for the salesperson are inventory and rebates or incentives. A dealership is always selling cars, getting in fresh inventory either from the factory or on trade. On new vehicles, the manufacturers are always putting out new programs to move inventory. Like I said, fairly obvious. But let’s look at what has changed with the customer. After the guest left the dealership they didn’t climb into a vacuum. They are visiting other dealerships. They may be shopping and researching online (how many times have you had a guest visit your store and submit a lead that same evening?). They may be going over finances. A good sales consultant knows that the guest may be on a different model, brand, or possibly switched from new to used. Spend some time thinking about all the different ways you can get your customers to tell you what has changed. I’d love to see your answers posted.

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